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Author 


The  Drygoodsman  and 
general  merchant 

Title: 

[The  Scruggs- 
Vandervoort-Barney  Dry 

Place: 

[St.  Louis] 

Date: 

[1913] 


MASTER    NEGATIVE    # 


COLUMBIA  UNIVERSITY  LIBRARIES 
PRESERVATION  DIVISION 

BIBLIOGRAPHIC  MICROFORM  TARGET 


ORIGINAL  MATERIAL  AS  FILMED  -    EXISTING  BIBLIOGRAPHIC  RECORD 


BUSINESS 

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The  Drygoodsman  and  general  merchant. 

(The  Scruggs-Vandervo or t- Barney  dry  goods  co. 
of  St.  Louis.   St.  Louis,  1913j 

£35,-50  p,   illus.,  ports.   33P™. 

On  cover:  The  Drygoodsman  and  general  merchant, 
fifteenth  anniversary  number,  vol.  XXXI,  no.  1, 
St.  Louis,  Nov.  15,  1913. 


RESTRICTIONS  ON  USE: 


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BIBLIOGRAPHIC  IRREGULARITIES 

MAIN  ENTRY:    The  Dryqoodsman  and  general  merchant 

[The  Scrugqs-Vandervoort-Barney  Dry  Goods  Co.] 


Bibliographic  Irregularities  in  the  Original  Document: 

List  all  volumes  and  pages  affected;  include  name  of  institution  if  filming  borrowed  text. 


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from  the'i  pifletnxh'! 'Anniversary 
Edition    of:  :[ The   ;  I^rygoodsman . 

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General   Merchant 


The  DRYGOODSMAN  celebrates  its  fifteenth  anniversary 
by  presenting-  to  its  readers  in  this  issue  a  description  of 
the  newly  enlarged  store  of  the  Scruggs-Vandervoort- 
Barney  Dry  Goods  Co,  of  St,  Louisj  giving  therein  many 
practical  details  of  the  storeys  arrangement y  equipment ^ 
organization  and  operationy  and  all  with  a  view  of  afford- 
ing a  worthy  object  lesson  in  the  ideals  of  practical  and 
profitable  merchandising.  The  high  standards  set  by  the 
store  itself— in  the  present  instance  rational  development 
of  the  rugged  honesty  of  merchandising  and  manage- 
ment and  the  courtly  gentleness  of  the  personality  in  which 
it  was  early  established— are  a  concrete  expression  of  those 
ideals  in  merchandising  which  it  has  been  ever  the  aim 
of  The  DRYGOODSMAN  to  impress  upon  its  readers  as 
not  only  the  best  expression  of  mercantile  personality,  but 
also  as  possessing  those  elements  and  principles  which  are 
the  best  foundation  for  material   merchandising  success. 


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INTENTIONAL  SECOND  EXPOSURE 


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General   Merchant 


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I  he  fol/owwg  pages  are  reprinted 
from  the  ■  Fifietnih  Anniversary 
Edition    of   (The    Dry  good sman. 


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The  DRYGOODSMAN  celebrates  its  fifteenth  anniversary 
by  presenting  to  its  readers  in  this  issue  a  description  of 
the  newly  enlarged  store  of  the  Scruggs-Vandervoort- 
Barney  Dry  Goods  Co.  of  St.  Louis^  giving  therein  many 
practical  details  of  the  storeys  arrangement^  equipment^ 
organization  and  operation y  and  all  with  a  view  of  afford- 
ing a  worthy  object  lesson  in  the  ideals  of  practical  and 
profitable  merchandising.  The  high  standards  set  by  the 
store  itself— in  the  present  instance  rational  development 
of  the  rugged  honesty  of  merchandising  and  manage- 
ment and  the  courtly  gentleness  of  the  personality  in  which 
it  was  early  established— are  a  concrete  expression  of  those 
ideals  in  merchandising  which  it  has  been  ever  the  aim 
of  The  DRYGOODSMAN  to  impress  upon  its  readers  as 
not  only  the  best  expression  of  mercantile  personality^  but 
also  as  possessing  those  elements  and  principles  which  are 
the  best  foundation  for   material   merchandising   success. 


iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii       ^ 


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86 


The    Drygoodsman    and    General    Merchant 


Saturday 


November  15,  1913 


The    Drygoodsman    and    General    Merchant 


37 


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Scruggs -Vandervoort- Barney 

J  Great  Retail  Store  which  Is  a  Concrete  Expression  of  the  Higher  Ideals  in  Merchan- 
dising and  whose  Inception  and  Development  Has   Continuously  Been  Based    upon 
,  Rugged  Honesty  and  Gentle  Courtliness 


VERY  nearly  every  retail  store  which  has  made  a  na- 
tional impression,  achieved  national  distinction,  become 
a  part  of  the  sentiment  and  tradition  of  the  American 
dry  goods  trade,  has  had  behind  it  a  personality  combining 
great  energy,  broad  vision, 
methodical  and  unconquerable 
determination,  but  withal  pos- 
sessing a  deep  human  sympa- 
thy and  essentially  kind  at 
heart. 

A.  T.  Stewart,  Marshall 
Field,  Nathan  Strauss,  B.  Alt- 
man,  John  Wanamaker,  James 
McCreery — these  and  others  of 
that  distinguished  group  who 
have  written  the  chief  chap- 
ters of  American  retailing  his- 
tory, were  all  men  combining 
these  qualities  to  a  pronounced 
degree. 

REFLECTED  FEELING. 

It  appears  to  us  that  this  is 
but  another  expression  of  the 
imperfectly  understood  forces 
of  psychology.  We  instinctively 
like  those  who  like  us;  we  feel 
kindly  toward  those  who  are 
charitable  toward  and  with 
us,  and  that  attitude  of  mind 
which  we  see  maintained  by 
the  public  toward  any  insti- 
tution is,  to  a  surprising  de- 
gree, but  a  reflection  of  the 
feeling  entertained  by  the  head 
fof  that  institution  towards  hu- 
manity— the  public  itself. 

This  is  a  theory  of  merchan- 
dising which  for  years  we 
have  maintained  and  in  no  in- 
stance is  it  more  clearly  dem- 
onstrated than  in  the  Scruggs-Vandervoort-Barney  store  of  St. 
Louis.     It  is  our  belief  that  no  store  in  this  country  possesses 


Melville  L,  Wilkinson,  President 


once  a  commercial  establishment  and  a  social  institution.  The 
average  St.  Louisan  feels  a  certain  pride  in  association  with 
the  store,  is  glad  to  be  seen  there,  likes  to  refer  to  his  purchases 
as   having  been   made   there.      To   have   a   charge   account   at 

Vandervoort's  by  many  is  felt 
to  be  a  badge  of  respectability. 
The  store  and  the  people 
maintain  a  bearing  towards 
each  other  that  is  character- 
ized by  mutual  respect  and 
consideration.  This,  to  say  the 
least,  is  intangible  and  is  cer- 
tainly not  to  be  definitely 
measured  and  yet  is  as  much 
of  a  real  entity  as  the  physical 
atmosphere  which  surrounds 
and  pervades  the  store  itself. 

The  foundation  of  this  pe- 
culiar prestige  and  good-will 
may  be  said  to  rest  in  and  on 
the  rugged  honesty  of  mer- 
chandising inculcated  in  the 
great  establishment  of  A.  T. 
Stewart  in  New  York,  the  gen- 
tle courtliness  of  a  born  and 
bred  Virginian  and  the  kindly 
consideration  of  a  man  who 
loved  and  was  loved  by  all.  For 
the  individuality  and  mercan- 
tile rearing  of  a  Vandervoort, 
the  nativity  of  a  Scruggs  and 
the  personality  of  a  Barney 
was  welded  into  that  founda- 
tion which  has  made  of  tha 
store,  the  text  of  this  issue  of 
The  Drygoodsman,  what  it  is 
and  stands  for  today. 

The   retention    of   this   old- 
fashioned  good-will  during  the 
period  of  expansion  and  mod- 
ernization which  is  now  going  on  in  the  store  must  be  credited 
to  the  personality  of  Mr.  Melville  L.  Wilkinson,  the  president 


^B        a  more  valuable  good  will  than  is  possessed  by  this  establish-      of  the  company,  who  possesses  in  a  high  degree  those  qualities 


t^"^ 


ment,  and  in  making  this  statement  we  have  mentally  reviewed 
all  that  distinguished  list  of  dominant  mercantile  leaders,  whose 
names  are  synonymous  in  this  country  with  integrity  in  retail- 
ing. The  hold  of  the  Vandervoort  store  upon  the  hearts  and 
the  interests  of  the  people  of  St.  Louis  is  peculiar.     It  is  at 


,.if 


of  the  head  and  heart  which  it  appears  to  us  are  inseparable 
from  great  mercantile  distinction.  Mr.  Wilkinson,  though  h- 
came  to  St.  Louis  from  the  East,  is  not  essentially  of  the  East. 
He  was  born  and  reared  at  Maysville,  Ind.,  the  son  of  a 
Methodist  minister,  whose  home  was  one  of  unusual  culture 


J 


38 


The  Drygoodsman  and  General  Merchant 


Saturday 


I 


' 


Slraius  Fortran         Richard  M.  Scruggs 

and  refinement.  His  education  was 
completed  at  Elkhart  and  his  initiation 
into  business  was  at  Butler,  and  thus 
the  West  claims  him  first.  His  larger 
experience  was  obtained  in  Cleveland 
and  Buffalo,  but  the  measure  of  the  man 
is  evidenced  in  his  rise  from  a  village 
clerk  to  high  rank  and  supervision  over 
some  of  the  finest  department  stores  of 
the  country.  He  is  president  of  the 
William  Hengerer  and  the  J.  M.  Adams 
companies  of  Buffalo,  'but  the  major 
part  of  his  work  is  given  to  St.  Louis, 
where  his  labors  are  now  coming  to  their 
fruition. 

Of  the  past  of  the  store  of  which  Mr. 
Wilkinson  is  now  the  head  there  is  much 
of  interest  to  be  written. 

It  was  in  April,  1850,  that  the  house 
now  known  as  the  Scruggs- Vandervoort- 
Barney  Dry  Goods  Co.  had  its  beginning 
on  Fourth  street  in  St.  Louis,  in  a  small 
establishment  scarcely  more  than  25  by 
30  feet  in  what  was  then  known  as  Glas- 
gow Row,  a  number  of  dwellings  which 
were  passing  through  transition  stage  to 
commercial  property. 

THE  FIRST  PARTNERSHIP. 

At  that  time  the  firm  bore  the  title  o' 
McClelland,  Scruggs  &  Co.,  the  mem- 
bers being  Messrs.  M.  V.  L.  McClelland, 
his  brother,  and  Mr.  Richard  M.  Scruggs. 
The  firm  from  a  small  beginning  grew 
steadily  and,  for  those  times,  rapidly, 
the  partners  vying  with  each  other  and 
their  employes  as  the  store  grew  larger 
in  that  same  character  of  service  to  its 
patrons  which  is  emphatically  a  feature 
of  the  present  day  establishment. 

In  1860  a  change  took  place,  as  a  re- 
sult of  which  the  firm  name  became  W. 
L.  Vandervoort  &  Co.  Mr.  Scruggs 
and  the  Messrs.  McClelland  retained 
interests  in  the  new  firm,  but  Mr. 
Scruggs  was  more  actively  engaged  for 
a  year  or  two  in  a  wholesale  business 
which  had  been  established  on  Main 
street.  This,  however,  was  continued 
for  only  a  short  time. 


Mr.  Scruggs'  personal  interest  had  al- 
ways been  in  the  direction  of  the  retail 
business,  and  therefore  at  the  conclu- 
sion of  his  trial  of  the  wholesale  busi- 
ness, he  became  more  actively  concerned 
with  the  affairs  of  the  retail  store  in 
which  he  had  continued  to  maintain  a 
financial  interest. 

Following  this  slight  digression  in 
title,  the  store  became  known  for  a  short 
period  immediately  after  the  war  as  the 
Vandervoort-McClelland  store.  At  about 
the  same  time  that  Mr.  Vandervoort 
had  become  interested  in  the  establish- 
ment, Mr.  Charles  E.  Barney  also  joined 
the  store  force,  having  previously  come 
to  St.  Louis  from  New  York,  where  he 
had  received  his  initial  experience  in  tha 
retail   drygoods  business. 

MR.  BARNEY'S  ASSOCIATION. 

Mr.  Barney  was  active  in  the  manage- 
ment'of  the  store  during  the  war  period 


•!\\ 


William  L.  /"  andervoort 


and  up  to  1870,  when  for  the  first  time 
his  name  was  given  a  place  in  the  firm 
title.  Previous  to  that  he  had  been  the 
manager  and  a  strong  spirit  in  the  de- 
velopment of  the  establishment's  success. 
In  1870  the  firm  was  formed  as  the 
partnership  of  Scruggs,  Vandervoort 
and  Barney.  Two  years  later  the  Mc- 
Clelland interest  was  absorbed  by  the 
other  partners,  and  from  that  time  for 
nearly  thirty  years  the  ownership  of 
the  establishment  rested  in  the  hands 
of  the  three  men  whose  name  it  bore. 

GROWTH  AND  REMOVALS. 

During  the  early  period  of  the  store'^ 
growth  it  had  expanded  from  the  small 
space  which  was  then  415  N.  Fourth  st. 
until  it  occupied  a  total  frontage  of  125 
feet,  the  numbers  being  415-17-19-21-25 
and  27  N.  Fourth  st.  and  just  previous 
to  1870,  a  building  was  constructed  for 
the  use  of  the  firm  on  practically  the 
same  site.     That  building  is  still  stand- 


ing, though  utilized    for    another    pur- 
pose. 

The  Scruggs- Vandervoort-Barney  store 
remained  at  this  location  until  August, 
1888,  when  it  moved  to  the  corner  of 
Broadway  and  Locust  st.  in  the  Mercan- 
tile Library  building,  now  occupied  by 
that  library  and  by  the  Mechanics-Amer- 
ican National  Bank.  During  its  occu- 
pancy of  this  site  the  store  continued 
to  grow,  taking  all  the  floors  of  the  li- 
brary building  except  that  occupied  by 
the  library  itself.  It  also  expanded  to 
the  southward,  occupying  the  upper 
floors  of  adjoining  buildings,  and  in  ad- 
dition, was  extended  by  means  of  an  L 
connection  to  a  frontage  on  Olive  st. 

TO  OLIVE  AND  LOCUST  AT  TENTH. 

In  these  buildings  the  store  continued 
until  November  1907,  when  the  Syndi- 
cate Trust  building  was  completed  at 
Olive  and  Locust  sts  at  Tenth  and  the 
store  took  over  the  first  eight  floors  and 
basement  for  its  exclusive  use. 

The  operation  of  the  establishment 
continued  in  this  location  without  mate- 
rial change  until  the  past  year,  when, 
under  the  management  of  its  present 
president,  Mr.  Melville  L.  Wilkinson,  ar- 
rangements were  completed  for  the  oc- 
cupancy of  the  first  four  floors  of  the 
Century  building  adjoining  to  the  east, 
together  with  a  special  structure  of  four 
stories  to  ocupy  the  alley  space  between 
the  two  buildings,  and  also  a  twelve- 
story  building  on  the  north  side  of  Lo- 
cust St.,  which  is  now  under  way  and 
which  will  be  utilized  as  a  warehouse 
and  a  reserve  stock  department,  with  the 
first  floor  devoted  to  salesroom  purposes. 
The  two  buildings,  when  the  new  struc- 
ture is  completed,  will  be  connected  by 
a  tunnel  running  under  Locust  st. 

The  active  management  of  the  store 
rested  with  Messrs.  Scruggs,  Vander- 
voort and  Barney  from  the  day  of  their 
(ContiDued  on  Paife  47.) 


November  15,  1913 


The  Drygoodsman  and  General  Merchant 


39 


■  ■iianMiiuiuiiiiuiwiuuHiitiHiiinniiHimiiiiiHHiiiiiiiuiiinmun^^ 


Elevator  group  in  Century  Building  portion  of  store,  showing  entrance  to  beauty  parlors.     Elevator  enclosures  are  oj  wired  glass  set  in  ornamental  iron  frames. 

The   Store's    Physical    Features 

Problems  of  Equipment  and  Service  and  How  they  Were  Solved,  together  with  the  Util- 
ization of  Incidental  Obstacles  which  Confronted  Reconstruction  Work  and  Could  Not 
Be   Absolutely  Overcome  in  a  Physical  Sense 


Sirauss  Portrait         Charles  E.  Barney 


THE  new  store  of  the  Scruggs-Vandervoort-Barney  Dry 
Goods  Co.  affords  an  interesting  subject  for  the  student 
of  store  arrangement  and  equipment. 
To  attain  the  result  desired  by  the  management  it  was  first 
necessary  to  overcome  a  number  of  baffling  obstacles.  While 
the  identical  conditions  are  not  likely  to  be  again  met  with  in 
any  other  store  in  the  world,  still  the  principles  which  were 
applied  in  the  working  out  of  this  satisfactory  solution  can, 
in  our  judgment,  be  applied  with  equal  success  in  any  store  ar- 
rangement problem  which  may  arise. 

NOT  DESIGNED  FOR  RETAILING. 

To  begin  with,  it  must  be  understood  that  the  store  or  stores 
which  are  now  occupied  by  this  firm  were  not  wholly  or  orig- 
inally designed  for  retailing  purposes.  They  adjoin  each 
other  in  the  block,  but  were  formerly  separated  by  an  alley 
running  through  from  Olive  to  Locust  streets. 

The  store  formerly  occupied  the  Syndicate  Trust  building 
(the  western  portion  of  the  block),  and  when  this  building 
was  erected,  some  six  years  ago,  it  was  estimated  that  the 
lower  eight  floors  occupied  by  the  store  would  be  ample  for 
all  their  requirements  for  years  to  come.  In  placing  elevators, 
entrances  and  delivery  facilities,  no  especial  thought,  there- 
fore, was  given  to  the  possibility  or  probability 
of  the  store's  expanding  east  of  it  and  taking  in 
the  other  half  block.  As  the  business  grew,  hov/- 
ever,  the  management  realized  the  neces- 
sity for  securing  more  space  and,  therefore, 
acquired  the  Century  building,  covering  the 
half  block  adjoining,  reconstructed  the  lower 
floors,  secured  by  ordinance  the  vacation  of 
the  alley  between,  joined  the  buildings  and 
thus  made  them  into  one.  This  wedding  of 
two  structures  begot  the  usual  offspring 
of  structural  peculiarities.  The  elevators 
in  the  Century  building  and  the  en- 
trances thereto  were  located  with  the 
requirements  of  an  office  building  pri- 
marily in  mind.  They  are  not  placed  as 
they  would  have  been  had  the  building 
be«h  originally  erected  for  retailing  pur- 
poses. 

Furthermore,  above  the  first  floor,  the 
levels  of  the  store  in  the  eastern  half  and 
the  western  half  of  the  block  are  not  the 
same,  varying  approximately  two  to 
three  feet.  To  have  adjusted  these  dif- 
ferences in  floor  levels  was  a  matter  ab- 


solutely out  of  the  question.  To  have  changed  the  location  of 
elevators  was  also  impossible,  being  prohibited  for  one  rea- 
son by  the  enormous  structural  cost  which  would  have  been 
entailed  and,  furthermore,  would  have  been  prevented,  had 
it  even  been  considered,  by  the  necessity  for  supplying  unin- 
terrupted service  to  tenants  of  the  offices  in  the  floors  above. 
The  store,  therefore,  by  its  structural  entity,  is  divided  into 
three  distinct  units — an  eastern  half  at  one  floor  level,  a  west- 
ern half  at  another  floor  level  and  an  alley  way  between. 

MEETING  THE  DIFFICULTIES. 

This  alley  way  is  separated  from  the  eastern  half  by  the 
difference  in  floor  levels  and  from  the  western  half  by  thf 
elevator  enclosures. 

Furthermore,  the  position  of  the  elevators  in  the  eastern 
half  of  the  building  is  such  as  to  cut  off  or  isolate  a  portion  of 
the  floor  space  between  these  elevators  and  the  Ninth  street 
frontage  of  the  building.  It  ^as  here  that  the  good  judgment 
of  the  designers  of  the  store  displayed  itself.  There 
v/as  no  possible  way  in  which  these  structural  fea- 


\ 


"^tmrn^rn^ 


/ 


The  Drygoodsman  and  General  Merchant 


November  15,  1913 


The  Drygoodsman  and  General  Merchant 


•11 


Fiews  of  third  floor,  ready-to-wear  departments. 

I-The  costume  room.  4-Central  section,  white  goods. 

2-The  corset  section.  5— Misses'  ready-to^ear. 

6 — Junior  millineiy. 


Stock  cobinels  in  hosiery  department ihowing 
the  pronounced  tendency  in  modem  stores  to 
eliminate  miscellaneous  cartons  and  substitute 
properly  constructed  fixtures  for  carrying  the 
stock- 


than  attempting  to  conceal  them  is  a  point  that  we  want  to 
emphasize  to  our  readers.     It  is  a  valuable  point  and  one  to 
be  kept  in  mind  in  the  solution  of  any  practical  store  problem 
The  same  theory,  when  applied  to  architecture,  has  given  us 
some  of  our  most  beautiful  architectural  forms.     The  beamed 
ceiling  was  originally  nothing  more  than  a  frank  acknowledg- 
ment of  the  structural  supports  of  the  floor  above  and  so  ef- 
fective was  the  result,  that  after  our  system  of  construction 
made  it  no  longer  necessary  to  disclose  the  supporting  beams 
■_ —       of  a  floor,  our  architects  developed  the  style  of  building  false 
beams  on  the  ceiling,  merely  for  the  ornamental  effect. 

THE  UNCONCEALED  SKELETON. 

The   EnglisH   half-timbered   house   is   another   illustration 
of  this  idea.     Originally,  the  timbers  of  the  upper  portion 
the  building  were  really  the  supporting  members  of  the 
structure  and  the  spaces  between  were  filled  in  with  plaster 
or  other  suitable  material.     No  effort  was  made  to  conceal 
the  beams  which  were  the  skeleton  of  the  supporting  struc- 
ture itself.     The  beauty  of  the  English  half-timbered 
house  was  so  apparent  that  again  this  idea  has  been 
adopted    as    a    decorative    scheme,    and    although    the 
necessity   for   revealing  the  structural   details   of   the 
building  has  long  since  passed,  we  find  our  architects 
now   erecting   residences   and   placing   on    the   outside 
imitations  of  the  timber  supports  of  the  old  fashioned 
English  half-timbered  house. 

In  the  arrangement  of  the  Scruggs'  store,  we  have 
something  of  this  same  honesty  of  architectural  idea, 
namely:  the  frank  acknowledgment  of  the  structural 
features  of  the  store  and  the  utilization  of  these  fea- 
tures in  the  most  practicable  way. 


.?  —  Muslin  underzvear. 


m 


m 


tures  could  have  been  hidden  or  have  been  overcome  and, 
therefore,  instead  of  making  any  effort  whatsoever  to  conceal 
or  minimize  them,  the  store  utilized  and  emphasized  them. 

UTILIZING  ALLEY  SPACE. 

The  narrow  alley  way  which  forms  the  connecting  link  be- 
tween the  two  buildings  was  especially  equipped  and  devoted 
to  a  specific  line  of  merchandise,  thus  forming  in  a  sense  a 
specialty  store  or  stores  on  each  floor. 

On  the  second  floor  the  space  is  devoted  to  the  children's 
shoe  department  in  one  end  and  the  bank  and  safety  deposit 
vaults  at  the  other. 

On  the  third  floor  the  southern  half  of  the  "alley"  is  equipped 
as  a  misses'  costume  room  and  the  north  half  as  a  juvenile 
millinery  department. 

On  the  fourth  floor  the  north  and  south  halves  are  devoted 
respectively  to  office  furniture  and  sewing  machines.     This  al- 
ley way,  being  raised  as  it  is  approximately  two  to  three 
feet  above  the  eastern  half  of  the  building,  gives  a  balcony 
effect  on  each  floor,  affording  a  view  or  vista  which  would 
not  be  given  were  the  entire  area  of  the  store  at  one  floor 
level.       Because  of  this  distinct  separation  in  the  eastern  and 
western  portions  of  the  building,  distinctive  departmental  ar- 
rangements  have   been   made   possible  which   would   not  have 
been   altogether   in   keeping,   if  the   arrangement   had   thrown 
the  whole  store  into  one.    The  problem  of  the  "dead  space"  be- 
hind the  elevators  in   the  Century  building  was  solved  by 
locating  therein  on  the  second  floor  a  men's  smoking,  wait- 
ing and  lounging  room;  on  the  third  floor  the  hair  dressing, 
manicuring   and   massage   parlors   and   on   the   fourth   floor 
the  model  rooms  which  are  also  utilized  for  demonstrations 
by  the  contract  department. 

This  does  not  mean  that  these  departments  are  inacces- 
fflble — far  from  it.  All  are  prominent;  all  have  entrances 
leading  directly  from  the  main  areas  of  each  floor. 

The  point  is  that  the  elevator  enclosures  have  been 
utilized  as  the  separating  wall  to  define  the  department  it- 
self..   This  principle  of  making  use  of  the  difficulties  rather 


DISTINCTIVE  PIANO  SALON. 

Next  to  this,  perhaps  the  most  distinctive  feature  of  the 
store's  equipment  is  the  piano  department  on  the  sixth  floor. 
Without  exception,  we  believe  this  to  be  the  most  beautiful  de- 
partment we  have  ever  seen  in  a  retail  store  in  this  country. 

We  have  been  in  and  have  made  a  study  of  very  nearly  ev- 
ery large  store  in  the  United  States  and,  as  accurately  as  im- 
pressions can  be  car- 
ried in    the    mind,    we 

have       COmpar-  £,,,^./  „y    equipment    (mahogany) 

ed       the       most  m    millinery,    showing     prevailing 

striking        fea-  type  of  display  case  and  mirron. 


•%     , 


42 


The  Drygoodsman  and  General  Merchant 


Saturday 


November  15,  1913 


The  Drygoodsman  and  General  Merchant 


43 


Wrafiping  desk — cash  it 
handled  in  cash   rtgiakr 
— pneumatic    lube     con- 
nedM  with  credit 
<^fioe. 


A  doubt  at  once  arises  in  the  mind  of  the  practical  merchant  as  to 
the  serviceability  of  this  finish,  but  we  have  been  assured  by  the  manage- 
ment that  a  year  of  test  and  experimentation  was  given  before  tliis 
was  decided  upon. 

The  prevailing  wood  finish  of  the  high-class  store  of  today  is  ma- 
hogany. It  is  pointed  out  that  mahogany,  in  order  to  present  its  best 
appearance,  must  be  periodically  rubbed  down,  that  the  porters  of  the 
building  constantly  employed  on  this  work,  can,  with  the  same  expen- 
diture of  energy,  sponge  off  or  wash  down  the  white  woodwork  and 
keep  it  in  perfect  condition.  Furthermore,  in  a  store  of  this  size,  a 
house  painter  is  continually  employed  and  once  a  year  he  can  freshen 
up  the  enameled  finish. 

Next  to  this  distinctive  feature  of  the  store,  the  thing  impressing  us 
chiefly  has  been  the  idea  of  giving  individuality  or  privacy  to  the  various 
departments.  One  of  the  chief  criticisms  which  is  made  of  the  depart- 
ment store  system  of  merchandising  is  that  it  "handles  its  customers 
in  a  crowd";  that  the  purchaser  loses  her  individuality;  that  there  is 


K 


to  a  certain  extent  departed  from.  On  the  third  floor,  in  the 
white  section,  for  example,  there  is  a  considerable  open 
•j    area  in  the  center  of  the  floor,  but  surrounding  this  main 
portion  the  space  is,  by  the  arrangement  of  fixtures,  sub- 
divided into  booths,  giving  the  effect  of  specialty  stores. 
For  example,  the  knit  underwear  department  is  located 
in  a  three-sided  square,  open  on  the  fourth  side  to  the 
j  main  floor  area.     The  corset  department  located  in  one 

A  .  >.  corner,  has  by  its  arrangement  of  fixtures  a  distinct 
separation  from  the  main  floor  area  and  yet  opens  di- 
rectly into  it. 

GOVERNING  THOUGHT  PREVAILS. 

a  The  mourning  goods  section  is  re-subdivided  and  also 
has  additional  rooms  provided  where  the  customer  may 
find  seclusion  from  the  activities  of  the  store  and  make 
her  purchases  in  quiet  and  privacy.     This  consideration 


Prevailing  equipment  in  china  and  glatsware  tection— dimensions  of 
table  8  ft.x4l    in. — 7    in.   shelf  at   ends — top    shelf  remooahte — 
mahoganj)  woodwork. 


tures  of  other  stores  and  we  feel  justified  in  awarding  the  prize  to  this 
new  department  of  the  "Vandervoort  block". 

The  words  "beautiful",  "splendid",  "magnificent",  "exquisite"  and  the 
kindred  adjectives  of  the  advertising  department  have  been  so  greatly 
over-worked  and  abused  in  the  department  store  business,  that  they  have, 
in  a  sense,  very  largely  lost  their  meaning,  yet  we  feel  that  in  this  case 
these  do  justly  apply. 

On  another  page  we  show  photographs  of  several  sections  of  the  piano 
department,  so  we  will  let  it  suffice  for  the  purposes  of  the  present  story 
to  say  that  it  is  beautiful,  splendid  and  exquisite  from  the  standpoint 
of  art  and  that,  furthermore,  we  believe  that  the  launching  of  a  depart- 
ment as  important  as  this  and  dignifying  it  as  this  store  has  done  with 
the  magnificent  setting  which  has  been  given  to  the  merchandise  is  a 
master  stroke  of  sound  business  judgment. 

READY-TO-WEAR  WHITE  SECTION. 

Next  to  the  piano  department,  the  feature  of  the  store  which  most 
strongly  claims  attention  is  the  white  section  of  the  ready-to-wear  de- 
partment on  the  third  floor.  The  entire  third  floor  is  devoted  to  ready- 
to-wear  apparel  for  women,  misses  and  children. 

The  corsets,  lingerie,  infants'  wear,  aprons,  knit  underwear,  mourning 
goods,  misses'  wear  and  juvenile  millinery  have  been  segregated  in  the 
eastern  half  of  the  building,  leaving  the  cloaks,  suits,  costumes,  waists 
and  adult  millinery  in  the  western  half. 

The  eastern  half  of  the  floor  has  been  equipped  throughout  in  white; 
all  fixtures,  counters,  cases,  shelving,  cabinets,  post  enclosures,  in  fact, 
every  item  of  equipment,  being  finished  in  white  enamel,  with  table  and 
counter  tops  of  white  (unstained)  mahogany.  The  floor  is  carpeted  in 
Gobelin  blue  velvet  and  all  metal  work  is  in  gold.  The  effect  is  dainty  and 
delightful  and,  furthermore,  harmonizes  perfectly  with  the  character  of 
the  merchandise  on  sale  in  the  section. 


from  the 
main  area  of 
the  men's  cloth- 
ing department.  In 
the  arrangement  of  the 
curtain  and  drapery 
departments  this  principle 
is  especially  emphasized 
and  by  it  the  customer  who 
has  extensive  purchases  to 
make  of  draperies,  curtains 
and  decorative  materials  can  be  completely  removed  from  the  activities  of 
the  general  store,  be  permitted  to  concentrate  on  the  main  business  of  her 
shopping  expedition  and  be  removed  from  the  continual  distractions 
and  interruptions  which  are  one  of  the  chief  problems  in  effecting  a  sale 
of  an  important  bill  of  goods. 

Coming  down  to  details,  the  equipment  of  the  store  is  also  well  worthy 
of  careful  study.  It  embodies  the  prevailing  ideas  of  modern  store  equip- 
ment which  have  to  a  certain  extent  become  standardized  in  recent  years, 
but  even  here  the  individuality  of  the  store  has  been  expressed  in  more 
than  one  direction.  , 

For  example,  a  type  of  wrapping  desk  was  designed  and  installed  in 
various  departments  different  from  those  which  had  been  previously  em- 
ployed. This  is  a  square  fixture,  is  placed  prominently  on  the  floor  in  the 
department  which  it  is  designed  to  serve,  instead  of  being  located  or  semi- 
concealed  in  the  fixtures.  It  is  built  for  service  and  located  for  accessibil- 
ity, and  yet  designed  so  as  to  give  as  little  offense  as  possible  to  the  aes- 
thetic sense.     This  is  made  the  subject  of  one    of    our    special    sketches. 


Cabinet  urilh  swinging  leaves  to  disploi  samples  of  linoleum— door  mats  underneath. 


I— Banking  department. 

2— Living    room   oj  model    house 

utilized  by  contract  department. 

a  rule  of  thumb  method  which  recognizes  no  dis- 
tinction in  individuals,  herds  them  in  droves  and 
endeavors  to  get  them  in  the  building,  rush  them 
through  it  and  push  them  out  with  the  greatest 
facility  and  speed. 

The  average  big  store  presents  on  each  floor 
an  area  of  wide  expanse  with  low  fixtures,  es- 
pecially designed  so  as  not  to  obstruct  the  gen- 
eral view.  The  departments  are  not  very  dis- 
tinctively separated  from  each  other  and  the  pur- 
chaser in  one  department,  as  a  rule,  is  subject  to 
the  distractions  afforded  by  the  activities  of  an 
acre  or  more  of  adjoining  selling  area. 

On  the  first  floor  of  the  "Vandervoort  block" 
this  open  arrangement  is  followed  to  as  great  a 
degree  as  the  structural  arrangement  of  the  store 
will  permit,  but  above  the  first  floor  this  scheme  is 


3 — Hairdressing  department 
4— Men's  barber  shop 
5 — Floral  department 

of  the  customer's  sensibilities  is  also 
strikingly  shown  in  the  infants'  wear 
department,  where  special  rooms  pro- 
vided for  the  purpose  will  enable  the 
expectant  mother  to  select  her  infant's 
layette  in  absolute  seclusion. 

^  This  same  governing  thought  is  evi- 
denced in  the  women's  and  children's 
shoe  deparcments  on  the  second  floor 
where,  instead  of  one  large  expanse 
of  selling  space,  it  is  divided  into  four 
distinct  sections. 

k      Individuality  is  even  given  to  the 

boys*  clothing  department,  by  separat- 

,  ing  it  in  the  arrangement  of  fixtures 

\  from  the  youths'  or  older  boys'  sec- 

|tion  and  both  of  these  are  separated 


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Curiam  cabinets  and  Jisplav  rods.     This  equip- 
ment is  used  throughout  the  curtain  and  draper]) 
department — woodwork  oak  in  early  English 
finish;  gun  metal  rods. 


A  rather  pronounced  advance  in  the  scheme  of  standardization  has 
also  been  made.  Items  of  equipment  are  more  or  less  interchange- 
able in  various  departments.    All  counters  are  32  inches  high,  all  26 

IfllllllMtHIIMIIIIIIIIinitlillllllllllllllllllllllllllllllllllllHIIIMIIIIIIIIIIIIIIIIHIIIIIIIMIIIIIIIIIIIIIIIIIMIIIIIIIIIllllllllllllllllMIIMIIIIIIIIIIIIIIUIIIIIIII 

f  Store  Equipment  Detail. 

I  [See  drawing  on  opposite  page.^ 

i         Not.  1  &  9 — Shelving  with  Glass  Doors.     6  (t.  6  inches  hish.     24  inches 
I  deep.    Glass  door  30)ixl  I  inches.    Drawers  30 )ix9K  inches. 

I  No.  2 — Cornice  Detail. 

I  No.  3 — Standard  Shelving.     6  ft.  6  inches  high.    49  inches  between  divisions. 

I  Shelves  1 1  inches  apart.    Six  shelves. 

I  No.  4— Bargain    Table.     30  inches  wide.     32   inches  high.    %  inches  long, 

i  Removable  tray  on  top,  4  inches  deep. 

I  No.  5 — Display  Table.    40  inches   wide.     80  inches  long.     32  inches  high, 

i  2  drawers  opening  from  one  side.  , 

I         No.  7 — Standard  Counter.    33  inches  high. 
I  inches  wide.    Top  extends  5  %  inches. 


fection    of    recent   years,    is   even    now    generally    employed. 
Women's   waists,   muslin   underwear,    infants'   wear   and   mer- 
chandise of  this  character  is  now  rather  generally  carried  in. 
fixtures  having  either  drawers,  fitted  stock  boxes  or  glass  front 
sections  with  disappearing  doors  built  on  the  principle  of  the 
sectional  bookcase.     The  modern  glove  department  invariably 
has  cabinets  with  drawers  especially  constructed 
for  carrying  gloves.     More  recently,  however,  we 
are   seeing   the   installation   of   similar   cabinets 
with  drawers  or  compartments  for  men's  shirts, 
men's  collars  and  men's  neckwear,  and  also  the 
hosiery  and   knit   underwear   departments. 

We  believe  the  principle  is  capable  of  a  rather 
broad  development  and  there  are  good  business 
principles  involved  in  it.  For  example,  knit  un- 
derwear, either  for  men,  women  or  children, 
stocked  in  the  manufacturer's  cartons,  invariably 
presents  a  conglomerate  and  unsightly  appear- 
ance. In  men's  neckwear,  the  cost  of  the  carton 
adds  materially  to  the  manufacturer's  cost  of  the 
product.     The  same  is  true  of  hosiery. 

Retailers  who  are  equipping  their  departments 
with  the  proper  fixtures  are  finding  that  they 
can,  by  ordering  their  goods  bundled  instead  of 
boxed,  save  from  three  to  ten  cents  per  dozen 
thereby.  The  saving  in  men's  neckwear  is 
greater. 

Lowering  the  cost  of  producing  the  merchan- 
dise by  only  one  or  two  per  cent  will  more  than 
pay  the  interest  and  depreciation  charges  of  the 
most    expensive    equipment    which 
might  be  installed. 

This  tendency  is  bound  to  have 
a  great  influence  upon  the  adver- 
tising     manu- 
facturer.  Gen- 
erally    speak- 


Top  26  inches  wide.     Bottom  1 8 


No.  6 — Cross  Section  of  Counter. 

No.  8 — Display    Table.     44  inches  wide.     8  feet  long.      32  inches  high  .     4 
drawers  40  inches  long,   1 3  inches  deep  opening  from  each  side. 

No.  10 — Floor  Case.    6  ft.  6  inches  high.     34  inches  deep.     Small  panels  show 
treatment  when  columns  are  to  be  inclosed.    Sliding  glass  doors. 

No.  11— Display  Case.    6  ft.  6  inches  high.     8  ft.  wide.      3  fl.  deep.     Glass 
doors  46  inches  high.   Drawers  19  inches  deep.   Glass  ends,  and  miiror  back. 


tiiiiiiiiiiiiMiiiiiiiiiiiiiiHiiniiiiiiiiMiitiiiiiiiiiliMiiMiiiiiniiHiiiiiiiiiiiiiiiiiiniMiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiMiiiiiiiiiiiiiniiiiiiiiiiiii lit 


inches  wide,  excepting  in  a  few  specialized  departments 
(for  example,  linens)  where  wider  counters  are  neces- 
sary. All  wall  shelving,  cabinets  and  cases  are  of  a  uni- 
form standard  height — 6  ft.  6  in. 

These  details  of  measurement,  as  well  as  the  prevailing 
design  of  the  more  important  items  of  equipment,  are  giv- 
en on  this  and  the  opposite  page. 

Another  fact  impressing  itself  upon  us,  and  which 
we  believe  is  worthy  of  discussion  at  this  point,  is  the 
pronounced  tendency  now  manifested  in  all  modern 
stores  to  do  away  with  the  manufacturer's  cartons  in  the 
handling  of  goods  and  the  substitution  of  either  stock 
cartons  or  special  cabinets  designed  for  the  merchandise, 

STOCK  CARTONS  AND  CABINETS. 

For  a  number  of  years  the  stock  carton  has  been  a 

feature   of   the  modern   shoe   store   or   shoe   department. 

The    special    cabinet    for    garments,    either    cloaks-  and 

suits  or  men's  clothing,  although  a  development  and  per- 


mamenlal  iron    cartopf  and 
:ctrical    automobile   call  oier 
Tenth   street  entrance.     Door- 
man issues  numbered  check  to  chauffeur 
and  signals  the  number  when   customer 
is  ready  to  depart. 


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46 


The    D r y goodsman    and    General    Merchant 


S»  tvrday 


November  15,  1913 


The    Drygoodsman    and    General    Merchant 


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ing,  the  package  is  at  present  the  chief  means  of  identifying 
the  product,  and  should  the  retailer  eliminate  the  package, 
the  manufacturer  will  have  the  problem  of  giving  distinc- 
tiveness and  individuality  to  his  product  tremendously  in- 
creased. 

Getting  back  to  the  main  track  of  our  story,  however, 
there  are  several  other  features  of  the  Vandervoort  stove 
that  should  not  be  lost  sight  of. 

It  is  distinguished  by  the  establishment  of  a  number  of 
lines  or  departments  that  are  not  usually  found  even  in  the 
largest  stores  of  this  country. 

SOME  EXCEPTIONAL  DEPARTMENTS. 

A  drug  store  completely  equipped  and  stocked  has  been 
installed,  with  a  prescription  department,  and  also  a  trained 
nurse  who  is  available  for  consultation  at  any  time. 

The  men's  barber  shop,  illustrated  elsewhere,  is  a  feature 
found  in  only  a  very  limited  number  of  stores.  The  depart- 
ment devoted  to  cigars,  tobacco  and  smokers'  utensils  is 
also  distinctive. 

The  piano  department,  already  referred  to  and  illus- 
trated completely  elsewhere,  is  a  feature  which  has  not  yet 
been  adopted  by  the  medium  sized  store,  but  it  is  being 
very  generally  introduced  into  the  larger  ones,  there  being 
three  now  established  in  St.  Louis. 

The  hair  dressing,  manicuring  and  massage  parlors  and 
children's  barber  shop  are  becoming  popular  features  of 
the  modern  store,  the  chief  distinction  of  these  in  this  case, 
being  their  equipment,  illustrated  elsewhere. 

LOUNGING  AND  SMOKING  ROOM. 

The  men's  lounging  and  smoking  room  may  be  considered 
a  novelty,  for  while  there  are  a  limited  number  of  such  in 
the  big  stores  of  this  country,  a  more  general  practice  has 
been  to  ignore  this  special  accommodation  for  the  males. 

The  practical  merchant  will  also,  in  the  Vandervoort  store, 
be  impressed  with  the  provisions  for  making  quick  altera- 
tions. Auxiliary  or  primary  work  rooms  have  been  installed 
immediately  adjoining  most  of  the  departments  requiring 
them. 

While  the  main  work  rooms  are  necessarily  removed  from 
the  selling  floors,  yet  auxiliary  or  supplementary  rooms  have 
been  installed  next  to  the  corset  department,  the  garment 
department  and  also  in  the  men's  clothing  and  millinery  de- 
partments. 


m  Scruggs  -Vandervoort  -  Barney. 

=  (Continued  from  Page  HH) 

=  association  as  a  partnership  continuously  until  1898,  during 

=  July  of  which  year   Mr.   Barney  died  after  a   long  illness. 

=  Mr.  Vandervoort  died  little  more  than  a  year  later,  in  De- 

H  cember,   1899.     Following  this  break  in  the  chain  of  com- 

=  mercial  association   and  personal   friendship,   Messrs.   Han- 

=  ford  Crawford  and  Robert  .Johnston,  of  New  York,  came  Ut 

^=  the  establishment  in  executive  capacities. 

^=  Mr.  Scruggs'  death  came  in  November,  1904,  after  which 

=  the   destinies  of  the   house   rested   in   the   hands  chiefly    of 

^M  Messrs.  Crawford  and  Johnston  until  two  years  ago,  when 

^M  the   establishment  became   a   part  of   the   Claflin    chain    of 

=  stores  and  Mr.  Melville  L.  Wilkinson  came  to  St.  Louis  as 

^M  its  head  as  a  representative  of  the  controlling  interests. 

=  Mr.   Crawford  then  retired  from  active  participation   in 

=  the  management  of  the  store,  but  Mr.  Robert  Johnston  re- 

=  mained  and  is  now  vice-president  of  the  company. 

S  HUMANE  CONSIDERATION. 

S  During  all   its   history,   the   store,  which   has   been   more 

H  familiarly  known  as  "Vandervoort's"  than  its  entire  title, 

B  has  maintained  in  eminent  degree  that  same  strict  honesty 

E  of    dealing    and    of    merchandise    and    gentle    consideration 

=  which   its   early   owners   practiced   and   inculcated   in   their 
employes. 


48 


The    Drygoodsman    and    General    Merchant 


Saturday 


November  15,  1913 


The    Drygoodsman    and    General    Merchant 


49 


Robert  Johnston,  Vice-President 


John  R.  Towler,  General  Manager 


T.  H.  Blundell,  Superintendent 


Service    With    Consideration 

Foundation  upon  which  Has  Developed  that  Atmosphere  which  Surrounds  and  Has  In- 
deed Been  a  Most  Potent  Force  in  the  Growth  of  the  Scruggs- Fandervoort-Barney  Store 
to  Its  Present  High  Estate 


THE  Scruggs- Vandervoort-Barney  store  has  "atmosphere". 
Everybody  says  so,  and  what  everybody  says  must  be 
true  in  essence. 

There  is  that  thing  called  atmosphere  in  every  store,  atmos- 
phere which  pertains  not  to  the  gaseous  substance  commonly 
called  air  with  which  they  are  pervaded,  but  to  the  people  to 
whom  their  destinies  are  committed — their  employes. 

This  atmosphere  is  not  the  intangible  thing,  as  sometimes 
concluded  in  careless  mood,  but  a  living  thing,  pulsating,  thrill- 
ing. 

It  is  the  store's  character. 

But,  that  atmosphere  may  be  either  attractive  or  repellant. 

Atmosphere  is  a  force  more  potent  in  good  store  keeping 
than  merchandise  itself.  A  store  may  be  filled  with  the  choic- 
est and  best  selected  of  merchandise,  but  unless  that  merchan- 
dise be  oxygenated  with  the  human  element  in  proper  propor- 
tions, its  respiratory  functions  must  be  materially  retarded. 

The  Scruggs-Vandervoort-Barney  store  has  atmosphere  of 
distinctly  magnetic  qualities,  and  this  is  the  one  thing  first 
heard  of  and  most  discussed  when  the  house  is  under  considera- 
tion. To  recognize  distinctive  qualities  in  a  man  or  a  woman 
is  far  easier  than  to  analyze  these  qualities  or  to  tell  whence 
they  came.  Everyone  knows  that  the  highly  strung,  nervous 
department  store  organization  of  today  demands  more  of  qual- 
ity from  its  employes  than  was  ever  demanded  of  them  before, 
but  efficiency,  as  a  rule,  is  accepted  and  enjoyed  more  as  a  mat- 
ter of  course  than  because  of  an  analysis  of  its  component  parts. 

EFFICIENT,  AND  WHY. 

Such  analysis,  however,  should  be  highly  interesting  to  our 
retailer  friends,  and  the  purpose  of  this  article  is  to  deal  di- 
rectly with  the  Scruggs-Vandervoort-Barney  employes,  and, 
because  they  are  recognized  as  efficient,  to  tell  why. 

A  moment's  reflection  will  convince  that  the  highly  trained, 
effective  salespeople  of  the  modern  store  haven't  come  into 
the  possession  of  these  qualities  by  chance  or  by  inheritance. 


but  that  they  are  the  result  of  careful  training  and  of  the  in- 
herent docility  and  tractability  of  the  salespeople  themselves, 
and  these  things  are  particularly  true  of  the  Scruggs-Vander- 
voort-Barney people. 

What  then  are  the  elements  contributing  to  the  creation  of  its 
efficient  salesforce? 

LOYAL,  CAPABLE  AGGREGATION. 

Oh  no,  not  a  perfect  selling  entity  by  any  means,  that  is  not 
what  we  mean,  but  just  a  good,  loyal,  capable  aggregation  of 
men  and  women,  boys  and  girls,  so  developed,  so  controlled  that 
it  has  become  second  nature  to  them  to  give  the  utmost  possible 
of  body,  mind  and  spirit  to  the  end  the  highest  success  may  be 
attained  by  the  store  in  which  they  are  partners. 

Partners?  Certainly.  Just  as  much  partners  as  the  individu- 
al who  puts  his  money  into  the  business.  For  haven't  they  in- 
vested that  which  is  worth  at  least  as  much  to  a  business  as 
money — their  loyalty  and  their  good  will? 

GAINING  HEART  SERVICE. 

The  primal  aim  of  every  intelligent  store  manager  today  is 
to  gain  the  heart-service  of  his  employes. 

Mr.  Wilkinson,  president  of  the  Scruggs-Vandervoort-Barney 
Dry  Goods  Co.,  says  that  he  never  allows  an  opportunity  to  pass 
to  get  better  acquainted  with  his  people.  He  works  with  them  in 
the  store.  He  meets  with  them  socially  and  at  their  regular 
business  gatherings.     He  plays  with  them  at  their  picnics. 

One  employe  said  to  the  writer  only  the  other  ddy — "The 
employes  of  the  Scruggs-Vandervoort-Barney  store  would  go 
through  fire  and  water  for  Wilkinson"  (his  pet  name  when 
he  isn't  looking).  Whether  this  statement  may  be  taken  liter- 
ally doesn't  matter;  it  evidences  the  spirit  of  the  Scruggs- 
Vandervoort-Barney  staff. 


CORRECT  METHODS;  HIGH  IDEALS. 


^A 


What   is   true  of   President   Wilkinson   might  be   said   over 


^. 


I      i 


I' 


again  of  Robert  Johnston,  whose  particular  charge  is  the  su- 
pervision of  the  merchandise  buying  of  the  store. 

A  buyer's  difficulties  are  proverbial,  and  when  the  multitudi- 
nous perplexities  incident  to  keeping  a  finger  on  the  market 
pulse  of  the  whole  wide  earth  are  considered,  one  would  na- 
turally expect  little  of  the  softer  side  of  a  man's  nature  to 
show,  at  least  during  business  hours. 

Quiet,  dignified,  patient,  considerate,  this  merchandise  man, 
while  resolute  in  holding  to  correct  methods  and  high  ideals, 
has  gained  the  highest  regard  and  the  affection  of  every  buyer 
in  the  house. 

GENERO  US  SYMPA  THY. 

And  John  R.  Towler,  the  general  manager.  Every  man,  ev- 
ery woman,  every  boy,  every  girl  in  the  store  watches  him  as 
he  passes  with  a  "there-goes-one-of-God's-gentlemen"  thought, 
if  indeed  the  thought  be  not  often  put  into  words,  as  one  of 
the  men  in  the  store  actually  did  put  it,  in  addressing  the  writer. 

Broad  gauge,  generous,  sympathetic,  just — there  is  no  one 
in  the  house  who  feels  a  grievance  but  will  bring  it  to  Mr. 
Towler  confident  of  satisfactory  adjustment. 

How  about  the  discipline  in  a  store  conducted  in  that  way, 
may  well  be  asked.  The  answer  is  simple.  Where  love  and 
loyalty  are,  there  also  will  discipline  be  found. 

What  are  the  elements  that  have  contributed  to  the  creation 
of  this  efficient  salesforce? 

In  the  first  place,  this  organization  is  the  result  of  careful, 
conscientious,  scientific  selection  on  the  part  of  the  store  man- 
agement, whose  chief  characteristic  has  been  that  they  have 
been  able  to  judge  men  and  women,  and  whose  instinct  in  this 
regard  has  been  re-enforced  by  the  education  gained  through 
long  experience  in  sensing  the  needs  of  a  clientele  refined  in 
the  art  of  requiring  the  utmost  in  service;  as,  for  generations, 
this  has  been  the  class  of  customers  patronizing  the  Scruggs- 
Vandervoort-Barney  store. 

"The  greatest  study  of  mankind  is  man,"  and  the  superin- 
tendent of  the  Scruggs-Vandervoort-Barney  store,  Thomas  H. 
Blundell,  has  proved  a  keen  and  skillful  dissector  of  human 
nature,  setting  aside  that  which  proved  lacking  in  promise  and 


holding  whatever  evidenced  the  possession  of  the  germ  of  plas- 
tic growth. 

PRACTICAL  AND  HUMAN. 

How  does  he  work?  First,  in  order  to  understand  the  man, 
it  will  be  necessary  to  say  that  Mr.  Blundell  disclaims  the  pos- 
session of  any  magic  powers  or  any  gift  of  second  sight.  He 
will  acknowledge  only  the  gift  of  common  sense  and  he  declares 
that  this  is  all  any  man  needs  in  dealing  with  his  fellowmaa. 
He  uses  his  common  sense  in  the  most  practical  ways. 

In  interviewing  an  applicant  for  a  position,  unless,  indeed, 
that  applicant  has  in  object  a  particular  department  in  which 
he  has  had  experience,  Mr.  Blundell  finds  out  first  in  what  di- 
rection his  tastes  run  by  suggesting  to  him  this,  that  or  the 
other  class  of  merchandise  and  noting  what  line  is  attractive 
to  him,  for  he  knows  that  a  man  can  never  make  a  success  of 
any  line  of  work  for  which  he  has  no  enthusiasm. 

EFFECTIVELY  "BROUGHT  UP.*' 

This  applies  especially  to  the  engaging  of  inexperienced  peo- 
ple, and  it  can  be  said  that  the  Scruggs-Vandervoort-Barney 
force  is  in  the  main  made  up  of  people  whom  they  have  them- 
selves brought  up,  and  who  in  the  majority  of  cases  have 
proved  most  effective. 

Mr.  Blundell  makes  his  appeal  to  these  people  on  the  basis  of 
their  self-interest  by  explaining  to  them  the  advantages  to 
be  gained  in  swimming  with  the  tide  as  far  as  their  likes  and 
dislikes  are  concerned,  and  by  reciting  the  educational  advan- 
tages to  be  gained  by  them  through  being  allowed  opportunity 
to  sell  merchandise  to  a  high-class  clientele  and  to  associate 
with  workers  who  are  among  the  most  refined. 

And  indeed,  the  Scruggs-Vandervoort-Barney  store  depends 
very  largely  for  the  education  of  its  newer  people  upon  this 
very  thing.  As  Mr.  Blundell  expressed  it,  "The  new  employes 
come  in  sometimes  as  green  as  grass,  but  somehow  they  are 
quick  to  sense  the  spirit  of  the  house  and  through  a  gradual 
process  of  evolution  conform  to  it." 

It  might  be  well  just  here  to  ask  upon  what  does  this  spirit 
of  loyalty  feed  that  it  has  grown  so  great  in  the  Scruggs-Van- 


j— Moonlight  room 
2 — Main  piano  salon 


Views  in  the  piano  department 
on  sixth  floor 


3 — Sound  proof  piano  show  room 
4 — Victrola  section 


,  "•  * 


\7 


60 


The  Drygoodsman  and  General  Merchant 


Saturday 


/ 


dervoort-Barney  establishment?  It  is  not  too  much  to  say 
that  it  is  a  direct  outgrowth  of  the  traditions  and  sentiments 
of  the  house  itself  ingrained  into  the  dispositions  and  char- 
acters of  each  successive  corps  of  workers  and  treasured  all 
the  more  today  because  effective  for  so  many  generations. 

GUIDING  THE  APPLICANT. 

Its  present  management  is  the  very  embodiment  of  these 
sentiments  and  principles  and  for  that  reason,  it  is  only  na- 
tural that  they  should  be  felt  all  the  way  along  the  line  until 
they  express  themselves  in  and  through  the  very  humblest  em- 
ploye in  the  house. 

But  there  must  be  something  more  than  taste,  and  inclina- 
tion on  the  part  of  the  applicant  to  guide  the  superintendent 
in  his  task  of  making  selections.  He  has,  for  example,  a  po- 
sition to  be  filled  in  the  art  department  and  out  of  the  number 
of  applicants  he  must  select  one  who,  because  of  physical  as 
well  as  mental  qualities,  is  likely  to  be  successful  there. 

Clearly,  a  person  big,  ungainly,  awkward,  with  large  clumsy 
hands,  would  not  be  his  choice.  His  ideal  would  rather  be  one 
comparatively  small  physically,  active,  neat  in  appearance  and 
dainty,  in  a  way,  so  that  she  would  be  likely  to  be  nimble  of 
finger,  as  well  as  artistic  in  temperament. 

ELEMENTS  OF  SELECTION. 

He  would  not  select  an  ignoramus  to  fill  a  position  in  the  de- 
partment of  books  or  magazines;  neither  would  his  choice  fall 
upon  a  dowd  for  the  drapery  or  the  home  decorating  depart- 
ment. 

He  might  choose  a  slight,  rather  undersized  man  to  sell  neck- 
ties and  socks,  but  his  choice  of  a  man  for  the  clothing  depart- 
ment would  depend  upon  the  man's  size  and  figure  and  his  more 
impressive  qualities. 

His  selections  for  the  millinery  or  the  garment  departments 
would  be  made  from  women  who  evidenced  the  art  of  knowing 
how  to  wear  their  own  hats  or  clothing,  and  he  would  choose 
a  woman  with  some  figure  for  the  corset  department. 

PSYCHOLOGY  OF  SUGGESTION. 

The  psychology  of  suggestion  plays  an  important  part  in  the 
placing  of  salespeople,  and  customers  are  attracted  or  repelled 
by  the  evident  fitness  or  unfitness  of  the  people  who  serve  them 

This  idea  of  appropriate  selection  runs  all  through  the 
house,  extending  even  to  the  engaging  of  the  men  and  women 
who   do   the   portering,   the   housecleaning  and   the   scrubbing. 

The  effect  on  the  public  mind  of  seeing  an  old,  broken-down 
man  or  woman  doing  work  around  any  store  is  peculiar.  Cus- 
tomers assume  a  sort  of  proprietorship  in  the  store  in  which 
they  have  long  been  trading,  and  such  a  sight  arouses  an  un- 
reasoning resentment  which  is  always  manifested  directly 
against  the  house  itself. 

NOR  IS  AGE  OVERLOOKED. 

The  elderly  man  or  woman,  however,  has  to  be  employed,  and 
Mr.  Blundell  has  solved  this  problem  by  engaging  such  people 
for  positions  which  are  removed  as  much  as  possible  from  the 
public  eye.  He  selects  younger  and  more  able  bodied,  and  usu- 
ally as  a  consequence  more  tidy,  people  for  the  places  where 
they  have  to  come  in  contact  with  the  trade. 

This  matter  of  "raising"  employes  is  carried  out  in  a  very 
systematic  and  practical  way,  and  has  resulted  most  satisfac- 
torily for  the  Scruggs-Vandervoort-Barney  store,  completely 
refuting  the  argument  made  by  some  store  managers  that  it 
doesn't  pay  to  take  pains  to  educate  young  people,  for  the  rea- 
son that  just  as  soon  as  they  "get  to  know  something"  they 
"up  and  quit". 

Probably  60  per  cent  of  the  Scruggs-Vandervoort-Barney  em- 
ployes are  "home-made",  and  most  of  these  have  been  brought 
up  from  cash  boys  and  cash  girls. 

The  cash  girls  are  under  the  direct  care  of  a  matron  who 


has  been  selected  because  of  her  motherly  qualities  (here  again 
"selection"),  and  whose  objective  is  to  gain  the  confidence  of 
her  charges  in  order  that  they  may  feel,  no  matter  what  hap- 
pens, that  they  have  a  friend  to  whom  they  may  go  for  advice 
and  counsel. 

They  are  taught  refinement  of  behavior  and  speech  and  they 
are  taught  to  be  polite  to  each  other,  in  the  belief  that  as  they 
gain  in  these  qualities  among  themselves,  they  will  become  sec- 
ond nature  to  them  in  dealing  with  customers. 

In  the  same  way,  they  are  taught  to  be  honest  with  themselves 
and  with  their  associates,  in  the  expectation  and  assurance 
that  by  the  inculation  of  this  attribute  during  the  youthful,  for- 
mative period,  it  will  remain  with  them  throughout. 

The  boys  are  cared  for  in  much  the  same  way  as  are  the 
girls,  by  a  "selected"  man. 

EDUCATIONAL  ADVANTAGES. 

The  Scruggs-Vandervoort-Barney  store  has  at  stated  inter- 
vals lectures  on  phases  of  store  service  of  interest  to  all  classes 
of  employes  and  to  all  ages. 

The  younger  employes  are  given  the  rudiments  of  hygiene 
and  are  taught  to  be  neat  and  tidy  in  appearance.  They  are 
taught  to  properly  care  for  their  hands  and  how  to  dress  their 
hair  neatly  and  correctly. 

They  learn  that  respect  for  parental  authority  is  the  first 
essential  to  proper  respect  for  those  in  authority  over  them  in 
the  store. 

Regular  instruction  is  given  in  mathematics  and  writing, 
which  is  meant  to  fit  young  employes  to  make  out  checks  quick- 
ly, neatly  and  accurately. 

The  lectures  on  hygiene,  honesty,  deportment,  etc,  are  given 
by  the  matron  or  by  some  other  specialist  in  these  lines,  and 
the  instruction  in  mathematics  and  writing  is  given  by  ex- 
pert floormen. 

There  are  lectures  for  the  older  salespeople,  for  floormen 
and  for  buyers  by  other  specialists  or  by  the  superintendent, 
the  general  manager  or  the  head  of  the  house  himself. 

EMPLOYES  OF  LONG  CONNECTION. 

In  all  the  long  history  of  the  house,  too,  it  has  constantly 
recognized  the  loyalty  of  its  force  and  there  is  probably  no  re- 
tail establishment  in  the  country  which  can  number  among  its 
capable  employes  men  and  women  who  have  been  longer  with 
the  establishment  than  have  those  of  the  Scruggs-Vandervc^rt- 
Barney  concern.  At  the  same  time,  through  the  policies  of 
the  house  and  the  loyalty  of  the  employes,  these  elderly  people 
have  maintained  an  efficiency  which  makes  of  them  no  less  im- 
portant factors  today  than  when  at  the  zenith  of  their  physical 
and  mental  capabilities. 

Indeed,  in  all  respects  the  Scruggs-Vandervoort-Barney  store 
is  a  remarkable  institution  whose  history  is  infinitely  more  in- 
teresting than  the  printed  word  can  convey. 

PRACTICAL  IN  TRAINING  COST. 

As  nearly  as  can  be  arrived  at,  the  Scruggs-Vandervoort- 
Barney  employes  cost  the  house  no  more  than  is  paid  by  the 
average  large  retail  establishment.  Percentages  in  individual 
cases,  of  course,  differ  on  account  of  varying  conditions  in  the 
departments  in  which  they  work,  but  the  general  average 
ranges  about  parallel  with  what  other  good  stores  pay. 

As  The  Drygoodsman  sees  it,  however,  as  a  result  of  this 
care  in  selection,  bcause  of  this  careful  training  and  on  account 
of  the  recognition  of  the  fact  that  employes  are  not  machines 
but  creatures  of  sentiment,  of  reason  and  of  spirit,  there  is  a 
vastly  greater  return  per  individual  in  dollars  and  cents,  ay 
well  as  in  those  things  that  go  to  make  a  store  distinctive,  not 
alone  in  its  own  locality,  but  world-wide. 

This  is  that  distinction  which  the  Scruggs-Vandervoort- 
Barney  house  has  won.  By  its  merchandise?  Granted,  But 
more,  far  more,  because  of  the  "atmosphere"  which  it  has — an 
"atmosphere"  created  by  a  loyal,  consecrated  force. 

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